Account Executive (Utilities)
Key Skills
Job Description
OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life.
The Position
OPSWAT is looking for a Strategic Account Executive to drive the sales pipeline, manage a book of business, and grow revenue in the Utilities vertical. Your mission: find, grow and engage with customers, partners and internal stakeholders to provide value to the largest Utilities in the Americas! We specifically seek professionals with a track record of hunting, solutioning, proposing, and closing net new revenue primarily within the Utilities verticals. In addition, the ideal candidate will have a successful track record managing, protecting, and growing an existing account base.
Why This Role Matters
This isn’t just another sales role. This role will provide input on strategy and growth while providing our customers with solutions that help keep North America running. Our leadership is looking for a true utilities professional to make an impact on OPSWAT and our customers' business!
What You Will be Doing
- Identify, target, and win new Enterprise (>$1.5B) customers with known propensity to purchase OPSWAT products
- Manage, protect, and grow an existing account base.
- Maintain extensive account and opportunity detail in Salesforce CRM, including account win plans, customer touchpoints, sales inhibitors, etc.
- Forecast and report revenue projections accurately to management.
- Collaborate with channel partners to identify and jointly pursue new clients.
- Develop thought leadership and a trusted advisory relationship with your partners, customers, and prospects.
- Develop and execute sales strategies and tactics to sell OPSWAT products, solutions, and services to exceed your sales quotas.
- Overachieve on annual quota, measured quarterly.
What We Need from You
- Previous success and relationships selling to Utilities companies.
- Have 7+ years cybersecurity sales experience.
- Bachelor’s degree (preferred, not required) or relevant work experience.
- Experience selling complex solutions to enterprise customers (> $2.5B annual sales)
- History of overachievement, evidenced by multiple President’s club and/or MVP awards.
- Strong knowledge and utilization of MEDDIC and other selling methodologies.
- Highly accurate pipeline management and forecasting expertise.
- Ability to travel as necessary to customers, channel partners, and company meetings/events.
- Previous stable employment history.
Ready to lead the charge in cybersecurity sales?
Join a team that’s transforming how the world protects its most critical assets. Let’s build something extraordinary—together.
OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.
Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.
Core Responsibilities
The Strategic Account Executive will drive sales pipeline and revenue growth within the Utilities vertical by identifying and winning new enterprise customers. They will also manage and grow an existing account base while collaborating with channel partners to provide cybersecurity solutions.
Requirements
Candidates must have at least 7 years of experience in cybersecurity sales with a proven track record of selling complex solutions to large enterprise customers. Strong proficiency in sales methodologies like MEDDIC and the ability to travel for business are required.
About OPSWAT
Industry: Computer and Network Security
Company size: 501-1,000 employees
OPSWAT protects critical infrastructure. Our goal is to eliminate malware and zero-day attacks. We believe that every file and every device pose a threat. Threats must be addressed at all locations at all times—at entry, at exit, and at rest. Our products focus on threat prevention and process creation for secure data transfer and safe device access. The result is productive systems that minimize risk of compromise. That’s why 98% of U.S. nuclear power facilities trust OPSWAT for cybersecurity and compliance. OPSWAT. Trust no file. Trust no device. www.opswat.com Visit us on Twitter, Facebook, Instagram, and YouTube. http://www.twitter.com/opswat http://www.facebook.com/opswat https://www.instagram.com/opswat https://www.youtube.com/user/opswat1